BAS Project Sales

Sales Engineer Utica NY

1. Job Statement (What are the major objectives or outcomes to be accomplished by the person in this job?) Responsible to estimate and secure profitable work for HVAC projects. Responsible to develop sales budgets and meet them. Focus is on targeting projects with better than average margin potential and conducting sales activities to achieve results. Targeted work will also include projects with excellent long term "services" potential. Responsible also to assist other departments on strategic team sales. Provide leadership on all booked projects by monitoring project profitability, change orders, cash flow and jobsite visits. Develop industry-specific solutions for clients to help them solve their business goals. Develop target accounts which maximize a bundle of products and services. Provide consultative sales to our clients and work with our partners to maximize services

2. Essential/Critical Functions and Responsibilities

• Achieve annual budgeted sales bookings and gross margins on a quarterly basis
• Direct end-user selling
• Selective Plan & Spec projects
• Develop customer relationships - existing accounts & establishment of new accounts
• Develop and implement marketing plans
• For all actions, meet the core value of "Get the job done right, the first time".
• Work with consulting engineers in preparing plans and specifications around represented hardware and software solutions to maximize project probability
• Prepare accurate estimates with detailed sketches representing the scope of work
• Provide proper turnover to operations at project kick-off meetings.
• Insure prompt follow-up on all current and closed projects for customer satisfaction.
• Prepare and implement sales & equipment demonstrations at the office, on site, engineer's offices or sales shows.VAH
• Stay informed and become proficient on new products, procedures, industry regulations & codes.
• Attend meetings and keep commitments necessary to support sales functions
• Provide appropriate and timely direction and feedback to all employees.
• Submit expense information, sales reports, and updated quote logs monthly.
• Develop innate knowledge of each industry served and their business devices and problems. Tailor solutions to these problems.
• Assist with collections when requested.
• Monitor job costs/estimates on booked projects - monthly.
• Develop sales budget by December for following fiscal year.
• Develop "target" project sales plan and keep current monthly.
• Develop business solutions as well as industry issues and technology of our clients.

3. Job Specifications (Also includes behavioral traits and skills)

• Exhibit sense of urgency; Aggressive yet empathetic.
• Exhibit strong organizational and time management skills.
• Reliable, honest, and forthright.
• Demonstrate excellent follow-up on assignments and ability to keep commitments.
• Motivated, goal-oriented self-starter with focus on success.
• Demonstrate strong presentation skills.
• Quick learner and independent thinker.
• Creative and persuasive.
• Technically astute.
• Strong interpersonal skills. Inability to get along with coworkers/customers to the point where morale and productivity suffers is grounds for termination because dealing effectively with people is every bit as much a part of your job as the more technical aspects.

4. Additional Job Specifications (Education, prior experience, other)

• S., B.S., AAS in mechanical and/or electrical engineering.
• 4 years technical sales experience.
• Previous experience with process controls, e.g., PLCs, DCS, HMIs, etc. beneficial.
• Previous experience with HVAC systems and related controls very beneficial.
• Able to understand the dynamics of a process or a system and how to improve its efficiency.
• Previous experience with manufacturing and/or systems integration very beneficial.

5. Compensation (Income range, pay formula, advancement opportunities, etc.)

• Compensation - experience & performance based, plus incentive plan.
• Medical benefits - health and dental (employer/employee contribution)
• 401k Pension Plan (with contribution)
• Company-provided vehicle
• 6 Holidays
• Paid Time Off (PTO)
• Sick Days
• Potential advancement opportunities tied to the growth of the company